From two leaders in executive education at Harvard Business School, here are the mental habits and proven strategies you need to achieve outstanding results in any negotiation.
Deepak Malhotra is an associate professor at the Harvard Business
School, where he teaches negotiation in the MBA program, the
Advanced Management Program, and the Owner/President Management
Program, in addition to providing negotiation consulting and
training for businesses worldwide.
Max H. Bazerman is the Jesse Isidor Straus Professor of Business Administration at the Harvard Business School and the author of Negotiating Rationally and Judgment in Managerial Decision Making.
From the Hardcover edition.
An absolutely brilliant negotiation framework and tool kit of
negotiation strategies, compellingly illustrated from extensive
real and complex situations. It's the most comprehensive, wise,
practical book on the subject I've ever seen."--Stephen R. Covey,
author of The 7 Habits of Highly Effective Peopleand The
8th Habit: From Effectiveness to Greatness
"Few skills in life are as valuable as negotiating--and we can all become better at it. Professors Malhotra and Bazerman show us how, combining insightful analysis with clear, practical, and ingenious recommendations."--William Ury, coauthor of Getting to Yes and author of The Power of a Positive No "Shortly after I sat down with Negotiation Genius, I reached for pen and pad and began to make notes. Thirty-five years in the space with hundreds of major negotiations, and this work still has something to teach me. It's the rare book that I would recommend to people at any experience level. With its engaging blend of real-world stories, intelligent tools, and emphasis on ethics and integrity, it is must reading for all who wish to excel." --Brian McGrath, Global Vice President, Chief Procurement Officer, Johnson & Johnson Consumer Companies "Malhotra and Bazerman are offering a heck of a deal: for a handful of dollars, you can buy a book that invites you into a classroom conversation at the Harvard Business School--an experience that would normally cost fistfuls. This is a classic win-win bargain. No wonder they write so well about 'negotiation genius.'"--David Gergen, former U.S. presidential adviser; Director, Center for Public Leadership, John F. Kennedy School of Government "Invaluable. Whether in business, politics, or the nonprofit sector, leaders must rely on the power to persuade, and Malhotra and Bazerman unlock the secrets of how to do so strategically, ethically, and successfully."--Bill Shore, Founder and Executive Director, Share Our Strength "Whether your passion is sports, politics, or business, negotiations are an integral part of your world. Negotiation Genius offers an insightful and entertaining perspective on the negotiation process, plus--even more important-highly effective and relevant advice for conducting negotiations day-to-day."--Andy Wasynczuk, former Chief Operating Officer, three-time Super Bowl champion New England Patriots "For both the novice and the master, Negotiation Genius is the single, most essential source for the basic understanding of this increasingly important skill set." --Warren Bennis, Distinguished Professor of Management, University of Southern California; coauthor of Judgment: How Winning Leaders Make Great Calls
"If you'll spend 26 bucks and a night or two of reading time, [Malhotra and Bazerman] show you how to dramatically upgrade your negotiating skills. Packed with case studies, their book shows how to spot opportunities, discover hidden information, identify leverage and successfully confront an adversary's dirty tricks."--Newsweek